Delivering for Best-in-Class Wholesaler-Distributors
Pradip Krishnadevarajan is co-founder of ActVantage which helps distributors drive profitable growth through analytics. He has more than 15 years of experience helping hundreds of distributors, while co-authoring seven books for the National Association of Wholesaler-Distributors. Before joining ActVantage, he co-founded the wholesale distribution-focused research lab at Texas A&M University’s Industrial Distribution Program.

When Lean Meets Sales Management: 5 Tactics That Boost Value-Based Selling

Lean principles state that to eliminate waste and optimally use resources, we should spend more time on customer-value-add (CVA) activities rather than business-value-add (BVA) and non-value-add (NVA) activities. Based on the Lean logic, we can call CVA the excellent business we must stretch and protect, or the "business we want to do." Customer relationships that [...]

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Four Steps to Effectively Manage Your Sales Organization – Driving Performance with Analytics #13

Many distributors struggle to manage their sales teams effectively. They oversimplify the sales management function, failing to recognize that every salesperson is unique and requires a customized approach. Effective sales management demands a close evaluation of your sales force with the goal of segmenting salespeople by the characteristics of their performance, also known as sales [...]

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7 Keys to Implementing an Individualized Approach to Sales Training – Driving Performance with Analytics #12

In our book for NAW, Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution, we provide comprehensive, research-based best practices and tactics for improving sales and marketing at your distribution company. One key tactic we explore is the "I7 Training Framework." With this framework, distribution leaders get a strategic approach to sales force training [...]

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Defining the Six Faces of Your Value-Based Pricing Cube – Driving Performance with Analytics #9

Pricing is one of the most complex day-to-day decisions in any business environment, and the distribution industry is no exception. In fact, pricing is the most critical profitability lever for wholesaler-distributors due to their position in the supply chain, ever-increasing competition, and other business forces like commoditization and globalization. The range of variables involved in [...]

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4 Mantras for Distributors to Expertly Manage Change – Driving Performance with Analytics #6

In our book for NAW, Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line, we present 47 best practices for distributors to apply in their businesses, along with plentiful resources and examples for mastering the process. However, we’re aware that just crossing the starting line can be a challenge — especially in such uncertain [...]

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How to Reinvigorate Your Pricing Strategy in 6 Steps – Driving Performance with Analytics #3

Reinvigorating revenue streams is a priority for distributors right now, but it’s important to pay attention to the sacrifices that come with certain tactics. These include over-discounting to bring in sales and going above and beyond in service — at a loss — to retain customers. These aren’t pricing strategies; they’re panic responses. A good [...]

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A Playbook for Distributors to SURGE Ahead Using Customer Stratification – Driving Performance with Analytics #1

Each of your customers brings value to your business. Some already provide a considerably high value that your business relies on, while others have significant potential that you haven’t fully tapped. Then there are the customers who cost more to serve than they provide in value. The question is: Do you know which customer is [...]

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